Attract the Right Job Or Clientele:
Do You Want to Improve Your Negotiation Results?
Note: Professor M.S. Rao, Ph.D., provides today’s blog post, ‘Do you want to improve your negotiation results?
Professor M.S. Rao, Ph.D., is the Father of “Soft Leadership” and the Founder of MSR Leadership Consultants, India. He is an International Leadership Guru with forty-two years of experience and the author of fifty-two books, including the award-winning ‘See the Light in You. ‘
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Improve Your Negotiation Results
“Your ability to negotiate, communicate, influence, and persuade others to do things is indispensable to everything you accomplish. The most effective men and women in every area are those who can quite competently organize the cooperation and assistance of other people toward accomplishing important goals and objectives.”
?Brian Tracy
Negotiation skill closely connects with soft skills. It is essential for people in everyday life and job aspirants from recruitment to retirement. We will discuss negotiation skills, the characteristics of negotiators, and how to negotiate with others.
John Rampton said, “Negotiating isn’t about getting what you want or giving in to what the other party wants. It’s not an ‘either/or situation.’ It’s about having both parties walk away satisfied. Over the years in both business and life, I’ve had to learn this hard lesson.”
Therefore, negotiation involves varying groups with divergent interests across the negotiating table through dialogue and discussion to address issues and resolve conflicts amicably. Several nations resolved challenging issues through negotiation skills. Many industrial disputes are resolved amicably through negotiations. It is a well-admitted fact that negotiation is often a constant in the workplace, among families, and in social life.
Characteristics of Negotiators
A negotiator is a person who takes an active part in the negotiation process to achieve the desired goals and objectives. Those who are effective negotiators can succeed in every area of life. Here are some characteristics of successful negotiators who portray these traits:
- Good listeners and observers.
- They understand the body language of others.
- Seen as open and flexible yet firm.
- Speak calmly
- Demonstrate communication skills and leadership abilities.
- Radiate energy and enthusiasm and empathize with others.
- Build trust and confidence.
- Confident and optimistic.
- Have clear goals and objectives.
- Offer a face-saving formula for their opponents, if necessary.
- Grasp the situation from multiple perspectives to arrive at an amicable solution.
- Understand the basics of human psychology and control the emotions of others.
- Bargain from the position of strength.
- They hold awareness of the pros and cons of each move and its repercussions.
- Build the momentum for the negotiation process and know when to hold and fold.
- Preparation is thorough upfront with relevant data and information to ensure a successful negotiation.
Examples and Illustrations
The negotiation process includes all walks of life. For example, when a college principal engages in extra coaching classes to teach staff on holidays, and the teaching staff requests the principal to consider a compensatory casual leave, it is a type of negotiation. Children may ask their parents to meet their wants, and parents reciprocate by imploring them to perform academically or do extra chores at home. It is a type of negotiation.
When candidates go for an employment interview, they negotiate salary and fix a lower and upper amount in their mind. Getting to the higher side of the amount framed in mind, they become successful negotiators. If they get a salary between the upper and the lower cut-off amount, they can conclude that they managed to negotiate their desire. But, if they get an offer below the lower cut-off amount, their attempt to negotiate well fails. People can easily judge themselves at the end of the negotiation process whether they are successful in the process.
As a skill, negotiation in the corporate world plays a pivotal role in the purchasing department. If the purchase manager negotiates effectively and buys the raw material, the cost of production will come down. When the input cost reduces, production costs decrease, resulting in higher profits for the company.
Several industrial disputes can settle through effective negotiations. The conflict between the management and the employees or among the employees is to quickly conclude to the satisfaction for most or all for healthy industrial relations.
In Conclusion: Improve Your Negotiation Results
Negotiating well is one of the soft skills essential for everyone seeking work, and the skills are vital for all walks of life. It is not an inborn quality, but we can cultivate it through training and continuous practice. These skills are essential to succeed in every area of life.
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Sales Tips: Improve Your Negotiation Results
- Know what the other person or people want from the outcome to improve your negotiation results.
- Ensure the entire conversation is professionally friendly from the start.
- At the start of the negotiation, request all expectations for the more desirable results.
- As the conversation develops, honestly state what you can and cannot provide to ensure everyone remains steady on the discovery track.
- If you involve a team, ensure everyone can state their opinions.
- As objections arise to your thoughts, kindly inquire why? to gain all the facts.
- Upon hearing the reasoning for the objection(s), realize possible leeways to inquire then ‘what if…?’ will this work for you?
- Most of all, ensure that the priorities and values of the participants match to ensure trust in the future.
- If anything does not sit well, politely excuse yourself from doing business; otherwise, enjoy the moment.
- Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!
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